Influence and the 80-Year-Old Man

Influence and the 80-Year-Old Man - Relentless Dentist Podcast

Today’s episode is all about the power of influence and living in a way that inspires others to do their best work. Leadership is all about figuring out who we have to become for our teams, and it’s up to us to ask ourselves if we’re really walking the talk—or if we’re all talk.

Inspired by his father’s recent 80th birthday party (where celebrating the way his father has lived his life drove home the fact that making an impact is all about integrity and honoring your word) Dr. Dave discusses why we all need to think about how we’re showing up in our practices. Listen in to hear what he says makes a great leader and his advice for all dentists to level up their lives, as well as their practices.

Key Quotes:

  • “Leadership is influence; nothing more, nothing less.”
  • “If you want hard workers, be the hardest worker in the room. If you want integrity, you have to honor your word and do what you say.”
  • “If you walk a straight line, if you practice what you preach if you develop a mission and core values that are very clear and you embody those values, it may take some work, but you’re bound to have a team that supports you in that mission, that vision, and those values.”
  • “As dentists, we often get wrapped around, how do we do this? What’s the strategy? What’s the recipe? Because that’s how we’re taught dentistry. … But leadership and running a practice and having an epic life is much different from that.”
  • “I think it’s important that, first, we know exactly what we want; that’s the clarity piece of high performance. Then, it’s important to know why we want it.”
  • “Goals are important, but the who—who do you have to become?—is probably the most important strategy to leveling up your life and leveling up your practice.”
  • “Think about what you want from your practice. Get that clarity. But realize who you have to become, what sort of leader and influencer you need to be, and start walking that.”

Featured on the Show:

subscribe-with-itunes-buttonStitcher-Subscribe-Button

Dr. Chris Phelps on Using Pre-suasion to Encourage Receptiveness in Patients

Dr. Chris Phelps on Using Pre-suasion - Relentless Dentist Podcast

We are welcoming back Dr. Chris Phelps to the show this week to talk more about pre-suasion and the principles behind it. He explains the difference between pre-suasion and persuasion and why it’s so important to prep your clients in the right way in order to get them in the right mindset to be open to suggested procedures. He discusses in detail the science and case studies behind this concept, explains why it’s so successful, and gives specific tips on how to incorporate it into your practice.

This fascinating practice is not as complicated as it seems, especially with Chris explaining the importance of mindset and how little changes can make a big impact on the client experience. From creating the right environment to using the right language, there are so many little tweaks you can make to your practice to get on the same page with your clients and work with them more successfully. Chris even shares some of his own tactics and explains how he implemented them and why he thinks they worked so well.

Key Quotes:

  •  “Pre-suasion is an amplifier of principles.”
  • “Where we’re at is all about our mindset at that given time and that’s what shapes our decision in those times.”
  • “Instead of waiting for moments to happen with persuasion influence, we can actually prime the pump for a yes. We can actually create these influence moments on the front end before the patient gets in front of us.”
  • “Let’s start asking the right type of mindset questions.”
  • “That’s what pre-suasion is all about – timing is everything.”
  •  “Identify triggers that queue or create that mindset.”
  • “How can we extend the moment.”
  • “He did study after study to prove that these concepts exist and not only do they exist – what turns them on and what makes them more powerful.”
  • “If it’s reproducible that means it is teachable and it’s learnable.”
  • “My process is probably a lot like yours, it’s trial and error right? I don’t know until I try and it’s a messy process and I make a lot of mistakes but, you know what, some of my best ideas and systems have been born out of that.”

Featured on the Show:

subscribe-with-itunes-buttonStitcher-Subscribe-Button

Finding Perspective in Tough Situations – A Story of Resignation and the One Armed Cowboy

The last 48 hours have been quite a test for Dr. Dave so in this episode he will share what he learned about fixing the frame and keeping things in perspective. It’s so easy to let problems take over your mind and distract you from other important areas of your life so he shares how to not let tough situations get you bogged down and off track. You’ll learn more about frame control and how to make sure you stop things that cause you to leak energy.

Dr. Dave discusses the importance of simulating and looking for triggers that will pull you out of distracted or distressed states. He emphasizes how important it is to be able to keep moving and even double down in other areas of your life when one area seems to be going all wrong. He shares valuable tips on how to regain mental control, clarity, peace and perspective in situations that seem out of control.

Key Quotes:

  • “If you control the frame, you control the game and the frame is the context or belief through which a person, situation or conversation is perceived.”
  • “You can imagine how I’m triggered in this moment – I start arguing with this email.”
  • “Just like a cowboy, right. You just get back on the horse and ride.”
  •  “You have plenty to be grateful for but there’s also plenty going wrong at any given moment so what you focus on determines your physiology, your energy, a lot of these things we talk about in high performance coaching.”
  • “You can engineer triggers or look for triggers that put you in a more positive state so that you’re not leaking energy.”
  • “When things aren’t going well in one part of your life, it pays to double down in the other important pillars of your life.”
  • “Focusing on my business would not give me power so I focused on the things that WOULD give me power.”

Featured on the Show:

subscribe-with-itunes-buttonStitcher-Subscribe-Button

Using Meditation to Reach Your Peak Performance

Get your questions ready because Dr. Dave will be doing something a bit different – answering your questions on the show. Meditation is the topic of this episode’s question so he talks about his journey with meditation – from discovering it and finding a rhythm with it and then switching up his practice later on to serve him better. Dr. Dave has had a lot of success after adopting meditation as a regular practice into his life and some great insight from his own experience that might help you develop your own practice.

Although he still emphasizes exercise as the number one thing to keep you on your game and thriving, he says that meditation would come in as a close second. Dr. Dave addresses some common issues with meditation and explains how he ultimately made it his own and found a way to make it a regular, important part of his daily routine. The benefits of meditation range from mental clarity and stress reduction to even lessening the effects of aging. Dave attests to this and shares his best tips on how to meditate and take care of yourself so that you can, in turn, care for your practice, team, family and community the way you want to.

Key Quotes:

  • “As we talk about high performance, I think meditation is something we need to talk more and more about.”
  • “I’m going to be rolling out some unique ideas to serve you, the listener, better.”
  • “Making it a habit and a ritual so it’s easier to do than not to do is key.”
  • “Traditionally [Meditation] has been overcomplicated.”
  • “If you’re deprived of sleep, meditation can help you get caught up.”
  • “When you’re in the groove and developed the habit and you’re able to really go into that calm state for good bits of time without the mind fluctuating all over the place, you really start to feel like you have the world by the tail.”
  • “Look at it as a lifetime investment.”
  • “I get up as early as I need to, to get my exercise and meditation in.”

Featured on the Show:

subscribe-with-itunes-buttonStitcher-Subscribe-Button

Evan Taylor on Risks to Your Practice Via Cyber Security Breaches

Evan Taylor on Risks to Your Practice Via Cyber Security Breaches

There is an ever-growing threat to cybersecurity as our technology and data become more connected and advanced. In this episode, Evan Taylor steps in to educate us on how to protect our practices from the various security breaches. He discusses the different types of breaches that tend to happen and how to set up processes and protection that will keep your customers and practice safely.

Evan comes to us from an FBI background and shares how and why he made the shift into working with cybersecurity threats to businesses. He talks about how health care providers are possibly more at risk of security breaches and why it’s so important to invest in proper protection and education regarding cybersecurity risks. Evan also discusses the difference between risk mitigation and risk transfer as well as giving some tips on three main areas where you can start tightening your security now.

Key Quotes:

  • “If you think about the mob in the early 1900s in America, this is how they operate overseas.”
  • “They can make hundreds of thousands of dollars in a matter of minutes.”
  • “It makes it very difficult to attribute who is conducting a breach and for what intent.”
  • “They either want to monetize simply having access to a company network or they want to monetize the data that they can steal off of that network.”
  • “The typical ransomware payments are around $30,000.”
  • “Healthcare data is the most lucrative, the most profitable data for attackers.”
  • “In a matter of hours, you could have 7, 8, 9 hundred thousand dollars liquidated from an account.”
  • “They need to be educated on what to click on and what not to click on.”
  • “Make sure the technology you have is up to date and that you have somebody closely watching the practice from an IT sense.”

Featured on the Show:

subscribe-with-itunes-buttonStitcher-Subscribe-Button

Dr. David Rice on Leadership and Educating the Next Generation of Dentists

Dr. David Rice on Leadership & Educating the Next Generation of Dentists

As a young dentist just starting out, it can be hard to know which direction to take your career. But thanks to people like Dr. David Rice, the next generation of dentists can get access to tools that will help them succeed on both the clinical and business side. Not only has David achieved success in his career, but he’s also done—and continues to do—amazing things to help dental students along their own paths to success.

The founder of igniteDDS—a free continuing education community for dental students and young dental professionals that provides live local events, online webinars, and more—David is passionate about helping younger dentists navigate their early years in the industry. In this episode, he shares the wisdom he wants to impart on up and coming dentists, the mantra that helped him get to where he is today, and inspiring insights that both new and seasoned dentists ought to take to heart.

Key Quotes:

  • “Sometimes we’re worried about the tactic, or the strategy, or the meeting, or the conversational skillset to get our team to reach higher levels, but oftentimes we’re not treating them outrageously well.”
  • “I highly recommend some kind of postgraduate program to everybody. It was such an instrumental year for me, not only to pull all the concepts that didn’t quite make sense to me in dental school together, but confidence and speed and the ability to know … if someone else can do it, so can I.”
  • “I’m a huge fan of young dentists to choose mentorship over money whenever possible because those first three to five years are so, so important.”
  • “We’re so conditioned throughout our formal education to tell somebody the answer … but it’s easy to make a mistake when we try to just talk at people as opposed to really listening to what they have to say.”
  • “The more you invest in the person sitting knee-to-knee with you, the faster you’re going to grow and be successful.”
  • “We’re really not a patient-centered practice; we’re really a team-centered practice. And when our culture is firing on all cylinders, the patients just come in, and they feel it, and they respond.”
  • “Spending time working on your business is really, really valuable, and it’s easy to lose that time because you’re so busy trying to produce dentistry.”
  • “Challenges are a part of the game, but you can get through it on the other side and sometimes—if you play it right—come back stronger.”
  • “Take the leap. Don’t be afraid to jump out of the plane and figure out how to open the parachute on the way down.”

Featured on the Show:

subscribe-with-itunes-buttonStitcher-Subscribe-Button

Coty Shores on Courage and Continuous Improvement

Coty Shores on Courage and Continuous Improvement - RD Podcast

It’s easy to see the highlight reel of peoples’ careers and think that things should be easier. Coty Shores shares how important it is to embrace the “dark side” of your career and use it to motivate you and push you forward. He also gives us some great inspiration when it comes to learning from people you admire and endeavoring to constantly improve yourself and your skills.

Coty touches on the role of courage and how he beat the odds and proved people wrong to get where he is today. He emphasizes the importance of continuous learning and how he has had massive success with blood spinning and its incredible, life changing procedures. Coty also shares some insight on successful team management, delivering value and finding the grit to get through what’s hard.

Key Quotes:

  • “I’ve always heard – “Oh it will cost you their year salary to train a staff member..” – Well, they cost you about three times that much by keeping that terrible staff member around.”
  • “They confuse courage with, like you said, having no fear.. and that’s a problem. You’re always going to be scared, you just gotta push through and have the grit to do it.”
  • “You can’t outrun your team.”
  • “That’s what you gotta do with life – you have to take the negative and learn from it.”
  • “Your failures are where you learn everything that’s gonna move you forward.”
  • “It’s really about being better for your patients.”
  • “Always remember that with all the success that you see, there was late nights and a lot of missed events and all kinds of stuff.”
  • “Once you get in the middle of it, don’t quit. Have that grit. Have that piss-off determination to get it done.”

Featured on the Show:

subscribe-with-itunes-buttonStitcher-Subscribe-Button

Three Things That Are Changing My Life

Growing as a leader starts with growing as a person, and no one knows that better than Dr. David Maloley. He’s going solo today to share a few things that have significantly improved his quality of life, and as a result, have helped him be a more effective leader in his practice.

Listen in to hear the top three gadgets that have become major parts of Dr. Dave’s morning routine, as well as his advice for starting your day off strong. You’ll also hear his tips for improving your mental state and what it really takes to be the leader your practice needs.

Key Quotes:

  • “If you can own your day, you can use that as a building block. Then you’re well on your way to building an epic life, and that starts with a morning routine.”
  • “No matter what your quest is—building a dental empire, serving your patients—meditation is a good foundation.”
  • “All my breakthroughs in my practice were when I was working more on myself than on the tactics within the practice.”
  • “Strong systems are really important, but you’re not going to change your life by fixing the way your phones are answered … True growth is going to happen from growth within the leader.”
  • “When you transform the leader, you transform the practice, and it must start in that order, or it’s not sustainable.”
  • “High performance is about increasing fulfillment and decreasing stress over time.”
  • “Health is the wealth. If you’re tired and exhausted, you’re going to be kind of a coward and an ineffective leader.”
  • “We’re sold this myth that as we get older, our energy decreases. I don’t believe in that at all. There’s so many ways that we can get our bloodwork right and get our morning routine right so that we have the same energy that we did as a teenager.”
  • “When those difficult times come along … I want to be a higher level person so that I can take that head-on.”

 

Featured on the Show:

subscribe-with-itunes-buttonStitcher-Subscribe-Button

Naren Arulrajah on Leaving Behind Me, Me, Me Marketing and Connecting on a Personal Level

Naren Arulrajah on Leaving Behind Me, Me, Me Marketing - RD Podcast

When it comes to marketing, many practices and businesses tend to focus on the wrong things. Naren Arulrajah explains what is going wrong and how to truly focus on the customer, relate to them in a real way and leverage social proof. His advice on handling failure, being an effective leader and gaining the trust of your customers is extremely real and valuable.

Naren discusses how he originally failed his way to success and how his rough start ended up pointing him in the right direction because he was willing to learn from it and make necessary changes. He also shares some great advice on how to establish authority and create real relatable messages that clients connect with. Naren provides many tools to strengthen your impact and lead people in a way that brings out their strengths.

Key Quotes:

  • “Every good thing that happened to me came out of failures or came out of dead ends.”
  • “I don’t believe in managers, I believe in coaches.”
  • “I don’t believe in this idea of, “Let’s work on your weaknesses” because if I work on your weaknesses, you’ll have strong weaknesses. So I believe in this idea of how to bring out the best in you – your strengths.”
  • “The more it was about me, me, me – the less I got what I wanted.”
  • “Marketing – the way you get people to know you and then choose you.”
  • “We are social animals – We do what others do. So when someone else buys a product and writes a review, now we trust that.”
  • “When somebody is being grateful and at that moment you ask them for a favor, they will say yes.”
  • “We don’t trust people who say they are perfect.”

Featured on the Show:

subscribe-with-itunes-buttonStitcher-Subscribe-Button

Dr. Jesse Green on Setting Clear Values and Leading with Contagious Vision

Dr. Jesse Green on Setting Clear Values & Leading with Contagious Vision

It’s one thing to have a vision for your business and it’s a whole different thing to be able to cast that vision in a way that it is taken on and carried out by your team. Dr. Jesse Green drops by the show today to share his journey through practice ownership and how it has evolved into a passion for the dental entrepreneurial community. He gives us some great actionable advice on how to improve your leadership and entrepreneurial skills in a way that will take your practice to the next level.

Jesse really emphasizes the importance and value of not just having a vision but making sure you are communicating it effectively. He also discusses hiring and how there should be systems in place that make things easier for day to day tasks but don’t take away from the personality and flexibility of the business. Jesse also gives us great tips regarding leadership, financial intelligence, case presentation and marketing techniques.

Key Quotes:

  • “I really applaud the people who get out there and give it a red hot go because running a business is not for the faint-hearted.”
  • “Being a great dentist is, I think, an important part of being a good business owner but it doesn’t guarantee success.”
  • “I found myself running a digital marketing agency for dentists which was fantastic. I learned so much about true business that I never learned through traditional practice management programs.”
  • “Some of the best lessons I’ve ever learned have been outside of dentistry.”
  • “We sometimes think the dentist industry is somehow different or special to other businesses but the same principles apply.”
  • “People say you hire for attitude and you train them on the job but if that’s true, you need to have some dedicated training processes in there as well.”
  • “The really important thing when it comes to leadership is: Creating a clear vision, enrolling people in that vision, holding the standard, and living the standard.”
  • “The growth of the business will never outstrip the growth of the leader.”

Featured on the Show:

subscribe-with-itunes-buttonStitcher-Subscribe-Button